Today's episode welcomes Gail Kasper - the world’s leader in customization for sales keynote speeches and training programs. She is the creator of the Systematic Attitude Development-Technique™️ (SAD-T™️) and Cockatoo Selling, an innovative advanced sales program. These concepts are described in detail in her books Unstoppable: 6 Easy Steps To Find And Achieve Your FIRE and Sell Like A Cockatoo: How To Master The New Way Of Selling In A Rapidly Changing World. She’s also a 2x TEDx Speaker, TV Host, sought after podcast guest and sales trainer who gets in the trenches with her clients to guarantee that they achieve their desired outcomes.

When Gail started out in sales, she was selling training programs making only commission. Soon enough her first media opportunity arrived hosting a weekly TV show, which ultimately got her fired from the training company. With only 1 active coaching client, she started getting more work within the clients firm, eventually moving across regional offices all the way to holding lectures at their companies training university.

College dropouts finding sales is a tale older than time. The reason why to this day companies still choose to hire them for sales positions is simple - when you don’t have a fallback, you’re much more likely to be self driven, which is a huge asset in sales. Both Gail and Kevin agree that in 2024 salespeople have gotten lazier, which could be attributed to the variety of tools, automations and AI workflows that have become easily accessible to everyone. Unfortunately for them, in the current economic climate doing the bare minimum and overly relying on tools is no longer a sustainable strategy.

Tune into the full episode to learn how to Sell Like A Cockatoo!

Key Insights:
00:57 How Gail started in sales & media
02:02 Do salespeople lack drive in 2024?
04:07 How to succeed in sales today
06:03 Gail’s approach to coaching engagements
12:02 The Cockatoo framework
15:17 Driving outcomes for sales teams
21:47 How Gail helped recoup a $30 mil. loss
24:36 What makes a great seller
28:08 Sales keeps the lights on

Connect with the guest, Gail Kasper

Connect with the host, Kevin Warne

Today's episode welcomes Marcos Moura, Co-Owner and Chief Development Officer at Amada Senior Care, a franchise business that provides home care for seniors. Amada is one of the only senior care companies in North America that offers in-home non-medical care as well as assisted living placement consulting services.

Amada Senior Care was founded by two college football players - Tafa Jefferson and Chad Fotheringham. When they graduated, Chad went into the pharmaceutical industry while Tafa went on to be drafted into the NFL. Tafa’s NFL run was cut short after the first year, so he immediately started shaping his post-NFL career and looking for his next north star. He took his moms advice and called up Chad, and that conversation ultimately led to them founding Amada Senior Care. Together they scaled Amada Orange County to $8 million in gross billings.

Franchising wasn’t part of the initial vision. After a dear friend of Marcos, Robert Christensen, was fired from Pfizer, he wanted to begin his own entrepreneurial journey. He then called Chad and asked if he could start an Amada Senior Care franchise in Washington. Chad was in, and the franchise model of Amada officially began.

Every big purchase carries a certain level of risk, but buying a franchise is on the upper echelon of that spectrum. Instead of buying something that either will or won’t meet your expectations, you’re making a bet on yourself and your ability to consistently show up, perform, and find solutions to evergreen problems. When selling someone on the idea of becoming a franchisee, understand that your TAM is tiny - so every opportunity counts tenfold.

Tune into the full episode to learn more on how to sell franchises!

KEY INSIGHTS:

01:02 The origins of Amada Senior Care

06:52 How to sell a franchise

08:31 Finding the right franchisee

12:46 How to find your first 10 franchisees

16:26 Building a franchise sales team

19:31 Setting up KPI’s for a franchise sales team

23:58 What it takes to succeed in sales

26:46 Thriving in a growing market

32:01 Learning to leverage extra resources

35:24 What you should know before franchising

Connect with the guest, Marcos Moura

Connect with the host, Kevin Warner

Check out Amada Senior Care

Today’s episode welcomes Sahil Mehra, Head of Strategic Sales at Nooks - an AI-Powered Parallel Dialer & Virtual Salesfloor powering the best SDR and BDR teams. They help train the team, boost conversion rates, and multiply connect rates all while having fun in the Nooks platform. Sahil also has 6 years of experience running a go-to-market agency for B2B tech companies.

Sahil’s path to his previous agency started by working as an SDR, AE and Sales Leader in multiple tech startups. Over the years, he realized that all early stage startups suffer from the same GTM caveat - they don’t have a recognisable brand.

This becomes a huge inefficiency for revenue teams, as your sellers are seeing unfavorable engagement metrics across the sales process and get stuck building trust from 0. A big part of building a known brand is working with those who your ICP already trusts - that’s why Sahil took a full-cycle sales approach with his clients to make sure they close logos that bring much needed credibility to new brands.

If you blindly follow every LinkedIn thought leadership post when tweaking your GTM motion, you’re very likely to fail. A huge portion of content has one single goal - explain why you’re in pain and position a product as the solution. This often leads to people investing in methods that don’t work in their market.

Tune into the full episode to learn more on how to build an outbound motion that works in 2024!

KEY INSIGHTS:
01:07 Why early-stage startups have bad sales metrics
03:10 Oversimplification of outbound sales
04:45 Why most GTM advice doesn’t work for you
06:58 More tools =/= more results
11:01 Building a cold calling culture
14:10 Remote vs in-office sales
18:45 Email only won’t cut it in 2024
22:28 The future of outbound

Connect with the guest, Sahil Mehra
Connect with the host, Kevin Warner
Check out Nooks